HSMAI MN - Cracking the Code to Yes

To compete successfully, hospitality salespeople must master three skills: Relationship Rebooking, Proactive Prospecting and Converting Inbound Leads. Each skill is important, and at the same time, each skill is different.

For this session, Bob will focus on the third skill of Converting Inbound Leads…from lookers to bookers.

Bob will share a blueprint that is easy to understand and follow, and is highly effective. His model was created based on auditing hundreds of sales shop calls, during which his team identified a problematic foundation for most existing inbound sales processes, and many flawed sales frameworks built upon them.

This session will include:

• Introduction to the 4C Model
• Discuss how to create instant and lasting rapport by not sounding like every other salesperson.
• How to qualify both the value of the piece of business and, more importantly, the long-term value of the prospect’s relationship.
• How to uncover both the Logical and the Emotional buying motivators that truly helps the salesperson set themselves apart from their competition.
• How to gain complete and mutual buyer-seller agreement on what the customer wants and, more importantly, why they want what they want.
• Discuss the best practices for setting up the final “yes” steps needed to seal the deal.